ORGANISATION:

Upcoming IT Product company, capable of developing highly complex products and having reputed Domestic and International customers.

CHALLENGES:

Company developed a break-through product and was growing at a fast pace. But there was chaos within the organization leading to mismanagement of product development, business and execution. Execution mismanagement also resulted in a long list of debtors with overdue payment and hence cash flow challenges.

SOLUTIONS OFFERED:

After thorough review of the situation, team Catalyst did a gap analysis and a suitable organization structure was proposed taking into account of every single department. The top most important task was to give clarity to the team about their roles and responsibilities at the same time helping them understand the importance of their roles within the organization.

The Organisation's operational manual was created for each department, each position, it was discussed with the team and finalized. This step gave clarity to the team in terms of the organization's vision and their growth plans and also expectations from every single employee and their contribution to the company’s vision. Monthly meetings with the department heads were initiated to fix the gaps within the team and inter and intra department challenges.

For outstanding payments, the lifecycle of the payments was created and added in different buckets. Based on that aggressive follow up was done for all outstanding payments that sorted the outstanding payments concern to a larger extent. To nurture the business further, it was suggested to appoint a National Distributor which can take care of business and ensure the payments within a defined timeline.

To keep a rigorous track of all the sales leads and the status, the use of CRM was made mandatory for Sales and Marketing teams and control the entire lifecycle of leads and prospects professionally. This was reviewed by the department head at regular intervals. Reviewed efforts v/s results for leads and prospects and corrected the system were followed to bring in efficiency.

BENEFITS:

In approximately 6 months’ time, the scenario changed drastically and the atmosphere was filled with positive energy.

Channel Development program was introduced to identify, on-board, train and nurture channel partners from domestic as well as international markets which helped to enhance reach and increase customer leads. Channel portal was created to enable channel partners to get information faster, register leads, review sales performance, upload purchase orders and many other functionalities.